WorksheetsModule 1 — Sales Function (English extraction)
Total questions: 49
Worksheet time: 25mins
What is the economic definition of selling?
An exchange of emotions.
An exchange between a real flow and a monetary flow.
Pure psychological persuasion.
An administrative act.
Which perspective analyzes selling as a legal transfer of ownership?
Economic
Legal
Psychological
Marketing
What does “selling” mean according to Pierre Rataud?
Influencing to bring someone to agree to a proposal
Convincing at all costs
Forcing a product
Exchanging for free
The mercantile perspective of selling involves...
Pricing and competition
Legal relation
Emotions and motivations
No exchange
In the sales function, what does the seller–buyer relationship represent?
A fixed power dynamic
An interaction shaped by needs and perceptions
An automatic act
A public service
What is the primary objective of a salesperson?
Talking a lot
Understanding customer needs
Winning arguments
Impressing
In sales, “feature → advantage → proof” is...
An objection-handling technique
An argumentation structure
A prospecting model
A legal process
What is the role of a modern salesperson?
Deliver value to the client
Defend their product at all costs
Minimize listening
Speak more than the client
Selling is a process...
Isolated
Structured in steps
Purely intuitive
Without preparation
Which is NOT an analytical perspective of selling?
Economic
Legal
Astronomical
Mercantile
What percentage of communication is attributed to verbal content?
7%
38%
55%
90%
Nonverbal communication represents...
7%
38%
55%
100%
Which element belongs to paraverbal communication?
Facial expression
Tone of voice
Physical distance
Gestures
Active listening consists of...
Preparing one’s reply
Rephrasing and clarifying
Staying completely silent
Giving immediate advice
What is the purpose of rephrasing?
Buy time
Validate understanding
Manipulate the client
Impose one’s opinion
Which type of question encourages discovery?
Closed
Leading
Open
Trick
What is funnel questioning?
Starting broad then narrowing
Starting narrow then broadening
Avoiding sensitive questions
Asking only one question
Synchronization consists of...
Copying exactly
Adapting without mimicking
Manipulating
Staying silent
Which communication channel is considered the richest?
Phone
Face-to-face
Text
What enhances a salesperson’s credibility?
Speaking fast
Concrete proof
Expensive clothes
Interrupting the client
Which model classifies motivations as Security, Pride, Novelty, Comfort, Money, Sympathy?
MASLOW
SONCAS
SWOT
AIDA
The need expressed directly by the customer is...
Latent need
Explicit need
In the AIDA model, what does the “I” stand for?
Interest
Influence
Innovation
Intuition
What is the first level of Maslow's pyramid?
Esteem
Safety
Physiological
Belonging
What type of buyer listens little and decides quickly?
Rational
Impulsive
Methodical
Apathetic
Which buyer is motivated by social image?
Security
Pride
Money
Comfort
Latent need is...
Fully conscious
Unconscious but real
Imaginary
Legal
Emotion influences...
20% of buying
50%
95% of decisions
None
The role of the seller regarding needs is to...
Create imaginary needs
Reveal real needs
Decide for the customer
Impose the product
What is the first goal of sales preparation?
Improvise
Know the customer
Talk a lot
Surprise the customer
Which negotiation aims at mutual gain?
Distributive
Confrontational
Integrative
Manipulative
What does BATNA mean?
Best alternative in case of failure
Main goal
Final offer
Quick deal
Which is NOT a preparation step?
Information gathering
Need analysis
Argument preparation
Interrupting customer
The ZOPA corresponds to…
Zone of possible agreement
Pressure area
Opposition area
Maximum threshold
The salesperson must prepare…
Only their appearance
Product and customer knowledge
Personal justification
Excuses
The win-win approach means…
One loses, one wins
Both win
The salesperson wins alone
The client loses
In negotiation, an “issue” represents…
An emotion
A variable to negotiate
A person
A punishment
A SMART goal must be…
Vague
Subjective
Measurable
Emotional
A concession must be…
Prepared
Endured
Hidden
Unlimited
First step of a sales meeting?
Argumentation
Contact
Closing
Objections
A good hook must…
Be long
Capture attention
Criticize
Be negative
CAB method means...
Conclure – Attaquer – Briller
Caractéristique – Avantage – Bénéfice
Capter – Attirer – Bloquer
Comprendre – Aider – Bannir
An objection is...
Une attaque personnelle
Un signal d’intérêt
Un refus définitif
Une émotion
Which technique matches “I understand... allow me to show you...”?
Sandwich
Reformulation
Écho
Compensation
Closing consists of...
Faire un résumé
Obtenir l’accord final
Décourager le client
Introduire le produit
Customers often buy based on...
Objective info
Feeling & trust
Obligations
Luck
Proof can be...
Opinion personnelle
Customer testimonial
Fiction
Une promesse vague
A good follow-up must be...
Pushy
Structured
Offensive
Random
Silence during sales meetings helps...
Mettre mal à l’aise
Suggérer
Laisser réfléchir
Manipuler
